"Innovation Deficit" Kills

The patient is in Intensive Care.

The symptoms were not diagnosed quickly enough and the onset of a life-threatening outcome came swiftly.

Medical staff says that without early intervention the prognosis is poor.

If this bulletin was about someone you knew it would be discouraging and sad – but it likely is someone you know.

Long established Companies in our Community find themselves in this situation.

One of the symptoms that need to be detected early is “Innovation Deficit”.

Without an Innovative approach to business you cut off the Oxygen of success.

Most people will say they are Innovators but the cold truth is that this is often untrue.

An Innovator will have evidence that supports their argument.

They will have facts and figures that show they improved what was heading for a clear problem.

They see an Issue and immediately determine a course of action that protects health.

When laying a business plan they build in the effect of both positives and negatives.

Knowing the risks and having a plan B has rescued many a business.

No-one can predict everything but taking a positive approach to a negative situation helps you sail into calmer waters.

You need to know what you are aiming for.

There is no point in taking “medication” too late. It’s needed at the onset of symptoms.

The speed of dealing with potential emergencies increases or reduces chances of survival.

More than ever a business needs to know where to invest to survive.

I have always said that part of this is developing Staff. They can be like white blood cells in the body, rushing to a wound to produce prompt healing.

An Innovator produces new ideas or methods that work like Vitamins to make up for deficiencies.

Many patients die when it was avoidable.

Now, more than ever, we need to keep a close review of where our business is and act when it’s needed to make sure we are still on course.

Lack of Innovation leads to deaths – so now is a good time for a health check.

The "Gears" of Selling

You will have noticed when driving that if you are in the wrong gear for the situation you are in – performance will be deficient.

It’s the same for sales people.

Not knowing the gears of selling or not adapting to the situation will leave you empty-handed.

Like driving you need to practice and perfect your skills.

Aim at becoming an Advanced Driver to increase your sales.

Beware - Strong “opinions” can risk misleading us

Whenever a dispute arises it seems to be human nature to blur the real facts.

Often this is because of self interest, opinion or lack of impartiality.

To take an entirely neutral position to disputes is difficult for some, consciously or subconsciously.

I recall being with Senior Managers discussing a situation regarding a colleague and concluding, very quickly, that it would be best to instigate a penalty.

I neither knew the individual or any facts but was asked for comment.

Based only on the tone of the comments I simply said “if you want to do the easy thing your solution fits the bill”.

I was asked what I meant and my approach was easy to explain.

Many opinions had been offered but I had not seen any clarity of thinking that suggested a crisis.

Certainly, opinion appeared to be strong but might be influenced by a rush of blood.

My first effort has always been to “turn not burn” where it was appropriate.

I received a great pause of silence until someone suggested I could not be expected to understand the wider picture.

I agreed, adding that it did not change the fact that i had not heard a balanced discussion that the group could rely on making a fair conclusion.

It reinforced for me that judging others carries a weighty responsibility but is often a lottery of those who judge.

The outcome of a wise Managing Director was “Right Derek, look at it in detail and produce all the facts that can be agreed. We will then look at it again”.

To say that stopped an injustice is to understate what became clear.

It does NOT matter what we think or what rumour says.

We ALL have a responsibility to be sure of what can be proven.

Would we expect anything less for ourselves?

Too many people have a “Judge and Jury” mentality without considering all sides of the issue.

It’s like relying on poor eyesight, foresight and Insight.

The day someone is denied the opportunity to speak or challenge assumptions is the day we can ALL hang our heads in shame.

Be firm by all means but keep asking if you are being fair.

Get them both in place and you increase your value and respect

Entrepreneurs are no accident - They are "Unique" thinkers

Any professional in business knows that it takes excellent skill, the right attitude and a vision to achieve at the highest level.

The term Entrepreneur has been used more and more in the last couple of years as a “call to arms” in a difficult economic climate, to come forward and make a difference.

In the past an Entrepreneur would have been considered to be an “Arthur Daley” or a “Del Boy” type.

They knew how to make money short term but they never had a plan to follow and their success would be personal rather than “shared”.

They were spontaneous and opportunists – but so is a Burglar!

The modern Entrepreneur stands out and has a discipline that produces a winning formula short, medium and long term.

There is no barrier to age as both young and older individuals have fitted the bill.

What they have in common is “unique” thinking and the ability to implement their thoughts.

So, to be an Entrepreneur you need to be a strategic thinker.

It’s the ability to see what others miss, like having a wider field of vision.

They weigh investment versus risk and see a point of return.

They can explain their concepts and draw people to see the advantages.

They form good partnerships that have trust at the heart of a process.

They take something ordinary and achieve the extra ordinary.

They are driven to see a positive conclusion.

They never start what cannot be completed and their faith becomes part of their strength.

They are “followed” rather than followers and raise the bar high enough to make it hard for others to catch up.

They are influential and effective and the more we have of them, the sooner local economies will benefit.

They are to be celebrated and congratulated.

Develop the Motivation of your Staff to succeed

Duncan Bannatyne tells an Interesting story that makes you think about people’s motivation.

Apparently when beginning his business adventure he bought an Ice Cream Van and employed someone to sell from the Van.

Later he found that this employee was “creaming” off money from the profits for himself!

In spite of this the profits were still excellent.

Heres the interesting overview he made later.

He clearly replaced this man with another he could trust and the profits stopped.

The Irony was that one who was motivated by money made profits whilst the other, seemingly happy just to get paid, produced little value.

He regretted sacking the first.

Of course he was right to but it shows people have different mindsets.

It might be simplistic to say the man who failed may have been lazy or lacking motivation but it conflicts with another example.

Many successful business people have revealed a “lazy” nature so how have they succeeded?

Is it possible that their genius is that they don’t spark often but when they do, they make it count.

Here is a key lesson.

The quality of what we do, using time well is often the key to good outcomes.

Think of a famous footballer who scored at high levels and was held as a hero, who may for huge parts of a game seemed lazy.

There have been many.

It’s simply that they know the right time to act and they draw on skill.

What it says is that we need to know the strengths and weaknesses of our Staff to make the blend work.

Knowing temperament, ambitions and motivation of people helps us to place them where they are best suited.

How many times have you seen a Manager appointed who never had the motivation to manage.

I agree with a Managing Director who recently told me that “when things are not balanced blame the people at the top, not the bottom”.

If there is no record of personal development appraisal for Staff, none of us can claim any ability to use them to best effect.

There’s also a risk you have the wrong people if no assessment exists.

EVERY member of Staff should get encouragement to work on areas of weakness and be congratulated when making progress.

Give them chance to take some ownership of what they do and let them know you notice and value their contribution.

Professionals ALWAYS look to get better at what they do – so produce a professional environment and success will follow.

Transfer of Knowledge is a creditable Investment

There’s no doubting that since 2009 Investment in most business units has reduced.

Confidence was stolen quickly and even now, in 2013, there is nervousness.

A Company I know were about to fill a vital role recently, only to be told there was to be a freeze on recruitment for at least the next six months.

Everyone is trying to protect the bottom line and remind me of a football team incapable of playing to win.

In both cases survival is at stake.

One Investment that can never stop is staff development and training.

In fact, in difficult times, it is more vital than ever.

Knowledge is the best Investment and its Important and reassuring to staff to see that their personal development is not being neglected.

At times like this the brave will do what is possible to ensure they are stronger when the economy Improves.

Doing nothing produces nothing.

Getting the best from staff now is a key to future success so encourage them to learn, get involved and use their time to promote your company.

Lazy people are a liability to themselves and a business.

Transfer of knowledge is an excellent Investment and now is a good time to review your planning and staff support.

Ten Tips for Marketing your Company

➢ Stay Positive; Use the media to deliver good news about your business and raise your profile

➢ Don’t Cut Your Marketing Budget; Make sure your budgets work harder by targeting your customers more effectively

➢ Raise Your Profile; Your continued marketing efforts will stand out more as a result of others deciding to reduce theirs

➢ Be Consistent; Consistent messages will help you gain momentum as the economy improves

➢ Keep Communicating; Keep regular contact with your customers to increase customer loyalty

➢ Build A Strong Brand; Brands cannot be built overnight but their value is demonstrated in difficult times

➢ Reduce Risk; Using case studies and testimonials to demonstrate the benefits of your products and services reduces the perceived risks of using a new supplier

➢ Emphasise Value; Your customers may also be experiencing difficult times so ensure they are receiving value for money

➢ Make Sure Your Website and Sales Literature Are Up To Date; You risk losing business if your information is not current and relevant

➢ Evaluate Your Marketing Activity; Constantly review how your company is perceived and is performing

Say it with a HUG

I was reminded a few days ago of how a small gesture can have an uplifting and reassuring influence.

It was given to my Family for no other reason than to be encouraging but in one small act that came as a surprise we were reminded that each of us, with little cost or inconvenience, can care and share.

It came in these words:

HUGS

There’s something in a simple Hug

that always warms the heart;

It welcomes us back home

and makes it easier to part.

A Hugs a way to share the Joy

and sad times we go through;

Or just a way for friends to say

they like you ‘cause you’re there.

Hugs are meant for everyone

for whom we really care;

From your Grandma to your neighbour

or a cuddly Teddy Bear.

A Hug is an amazing thing

It’s just the perfect way;

To show the Love were feeling

but can’t find the words to say.

It’s funny how a little Hug

makes everyone feel good;

In every place and language

It’s always understood.

And Hugs don’t need equipment

special batteries or parts;

Just open up your arms

And open up your Hearts.

                                               -Jill Wolf

We live in busy and stressful times and it’s easy to lose awareness of the softer side of our nature and the relevance and Importance of others in our lives.

Occasionally it’s good to stop and remember what and who really matters.

More vitally, it’s Important to tell them and if you don’t have the words - a Hug will deliver the message.

We all need a Hug in the morning

and one at the end of the day;

And as many as possible squeezed in between

to keep life’s troubles at bay.

Sales People are due our respect

If you are in Sales you have cause for great pride because on your shoulders falls a huge responsibility.

What you do protects and creates jobs because YOU provide the revenues that pays the salaries and keeps your company in profit.

You may not ever get the respect you deserve but without you, nothing happens.

There is no business unless it sells its product or service and your skills enable this.

A good sales person is one of the greatest assets within a company.

To anyone not in sales the job can look “cushy” but the planning, discipline and skills needed to produce and increase revenues demands special skills.

Not everyone is capable of working on their own but a sales person recognises the need to be a good manager.

Whatever you achieve, you know more will be needed next month.

Hard work in sales can lead to becoming a specialist in your subject and for this reason you will always be in demand.

Your company needs you, your customer needs you and your colleagues depend on you.

So, hold your head up and see the importance of your role.

What you do benefits many people and this should be satisfying.

It’s a very satisfying career.

Never neglect the “Lifeblood” of your business

Customers are the lifeblood of any Company and enable longevity, security and success.

The reason is simple – they provide the revenues that give stability.

From those revenues Investments can be made, including the needs of Staff.

Product research may also depend on it.

Tomorrow is always important in business and increasing sales is a constant goal.

Even if Staff are not directly responsible for creating revenues they need to recognise their role adds to customer satisfaction and performing to high standards supports best outcomes.

Working as a team needs to be the ethic of everyone.

It’s Important to ensure that Staff understand the cycle that demands customers get priority attention.

Focus is vital in any business and knowing why you do what you do will add value and satisfaction.

Replace your Fears with Courage and take the LEAD

Robert Louis Stevenson observed “Keep your fears to yourself but share your courage with others”.

In this concise comment he described a quality of leadership.

It suggests having responsibility for others and rightly indicates having   influence over outcomes.

It conjures up the principle of a Captain of a Ship or Airline when dealing with a challenge that would panic people.

Business is the same in times of stress.

A problem needs calm attention rather than a statement “run for your life”.

Leaders who lack courage would be weak leaders and would never be reassuring or develop the loyalty of others.

Of course we may never find out if a person has courage.

It’s said that people are like a teabag and you don’t know how strong they are until you drop them in hot water!

Anxiety and fear are disabling and when remaining calm its essential a leader needs to be the first to look in control.

When everyone around you is losing their heads you lose the time and concentration you need to get to grips with an issue.

Whilst it may not seem that way inside it is the ability to appear fearless and part of its motivation is to care for others and bring them through difficulty.

So, being a Captain of Industry comes with responsibility but courage will take you a long way and importantly, people will join you.

A time to think and a time to BEGIN

In times of poor economy the need for Entrepreneurs becomes greater than ever.

When unemployment is increasing and Companies are disappearing, Income and taxes immediately become less.

Young people find it harder to follow their education into their chosen profession and suddenly the future looks bleak.

With a lot of thought and a degree of courage it is possible to develop your own business.

Taking good advice first is sensible but before doing this, try to answer these obvious questions as the beginning of your assessment:

Why do you want to set up a business?

What are your talents - be objective about your skills

Hard work isn’t enough – You must have enthusiasm and flair

Can you last the distance – consider your finances

Define your objectives clearly

How is your product or service different? Why should someone buy your product rather than something else?

Are there enough people to purchase your product? Where’s your market?

Is the market for your product expanding or will you have to take business from an established competitor?

How much will you charge and how will you justify it?

Where will you operate the business?

If this has passed through your thoughts be confident and become bold and visible.

Follow your dream and see where it leads you.

You will never regret it.

Exercising our freedoms with respect and decency is desirable

It’s reasonable to say that every decade we see a shift change in people’s attitudes and more than ever people are expressing their opinions.

I have always been in favour of receiving opinions but I can’t help wondering that we’ve reached a point where the “delivery” is now viewed as anything must be acceptable.

One thing social networking has revealed is a good deal of unreasonableness in some peoples approach to others.

Freedom of speech is often interpreted as “anything goes”.

A strong opinion given constructively can be refreshing but not considering the impact or Influence on others shows limited thinking.

Asserting an opinion when it borders on “bullying” is selfish and shows we do not understand the real value of communication.

An empty bucket can make very loud sounds and not to accept the need to consider what we say, how we say it and why we are saying it,

It seems that people horde ill feeling and when the opportunity comes they have no reservation in expressing “bile”.

Noise as a substitute for substance benefits no-one.

When someone dies you might expect decency and respect and yet people become ready to celebrate the event.

Where differences exist is this an acceptable response?

It’s a worrying approach and unhealthy, however we might try to defend it. People will of course defend it but in the end does it suggest a mature response.

Imagine anyone dealing this way with one of our own relatives following death.

Would it not feel shocking?

Freedoms seem to produce a “mob” mentality in some as if we no longer have any need to feel accountable for what we do and say.

It takes character to be “fair minded” and considerate, even if it is a challenging situation.

A tongue that’s out of control is destructive and decent people must wonder why some gain satisfaction from “uncontrolled” speech.

How people act and behave reveals the real nature of someone and when we ignore respect for others, we cannot expect it in return.

We must never forget that a kind word spoken at the right time is like “refreshing” water on a hot day.

We do not have to agree....but being disagreeable for its own sake has no merit.

When we think beyond our self we contribute to peace which will return to us.

In the end the freedom is to make a choice but have we now moved too far into thinking the only opinion that counts is our own!

If so we will never grow in knowledge, awareness and consideration.

Lets never join the Bigots, Racists and Self Obsessed.

Strategic thinking needs "Best" Information

Benjamin Disraeli famously said “As a general rule the most successful Man in life is the one who has the best Information”.

It’s Impossible to argue with this simple but emphatic point.

Any kind of strategic planning or decision making relies on best available Information.

In business or life we need to hold in high regard the value and Importance of Information, testing its reliability.

It’s well recorded that I am no fan of “procrastination” but neither am I a fan of wild decisions made without the benefit of assessment.

Strategic planning looks at both strengths and weaknesses, not just of our own business but also those of our competitors and the potential of our target markets.

Strategic thinking can take what is known, factor in what is possible and arrive at a route map that can be relied upon to get us to our destination within a deadline.

Finding a way out through a dense Forest is easier with a pathway to trust.

It Includes options for “unforeseen” circumstances that provides good control and monitoring, enabling us to stay on track.

Travelling without a map never works in life and certainly hinders achievement in business.

When someone asks “where are we now?” it should be evident from the strategic plan in place.

Having an “overview” means considering how to implement effective processes, systems and standards.

A strategy is a draft agreement that everyone can refer to, know their part and yes, accept personal accountability.

No-one should ever fear saying “we took a left there when we agreed to go right”.

Having the map to refer to avoids confusion, difficulty and disputes.

As the Americans often say “It keeps us on the same page”.

The worrying trend is that many Companies don’t have a strategic plan to refer to.

No matter how small or large, every business that expects to succeed needs one.

We can conclude then, that without one, we will have no idea where we will be in three years. Somewhere lost in the Forest seems likely.